Oct 2, 2018
Guest - Donald Kelly, Host of The Sales Evangelist Podcast
Donald Kelly joins us on the podcast, I think he is the first
Miami Dolphins fan we have had on the show. We recorded this
episode in August, and date it a bit with talk of 3 quarterbacks &
4-2 Jets records, given that the Jets are currently 1-3.
Donald started off as a B2C Sales rep, and made the transition
into B2B before starting the TSE Podcast, the Sales Podcast
Network, and his coaching & training practice. I hope you
enjoy the discussion as much as I did. Thanks for your
patience with the Jets vs Dolphins banter.
- Who is Donald Kelly?
- What are some things that happened last year that have led to
this year's success?
- What was the struggle between "I need to bring in others",
instead of "doing it myself"?
- What patterns has Donald Kelly identified while recording
- What is Donald's approach to helping people solve
- Everybody can sell, what does this mean?
- Dolphins/Jets talk
- When Donald first made the transition from B2C to B2B, it was
like being smacked in the face
- This experience reinforced the importance of training.
Donald was fortunate to work with an organization who valued
- Donald started sharing his experience on his podcast in
- TSE the startup launched in 2015
- 2018 has been Donald's best year yet - why?
- Thinking Big - not limiting himself or his team by thinking
- Overcoming Imposter Syndrome was important.
- Use what you know, and leverage this to build a community.
- Donald added a BDR in 2018 and a virtual assistant
- I can do it, does not mean I should
- When thinking about the transition from B2C to B2B, realize
that the sales principles are the same. However, the value
you bring changes
- Get past your beliefs, outside of your echo chamber.
- There is an advantage to having other eyes on a task
- Anyone can sell. If they have the desire
- Process is critical
- Coaching and guiding people
- Planning and structure - prioritize and execute
- If your body is the business, sales is the
- For every problem, there is a solution
- Identify the problem, then go 5 WHY's deep
- The first problem is likely not the real issue
- Don't just prescribe a solution
- Identify what we have done in the past to fix it
- Put a plan in place
- Know that your client wants to win
- Everyone can Sell
- There is a process, follow the process
- Identify your process
- Know your buyers
- Donald knows his team better than I do.
- Dolphins are 3-1
- Jets are 1-3
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